As a sales person, whether working for a company as sales rep or recruiting for your home business, you have to start contacting your prospects, sometimes that can be scary and it can break your success.
Fear can be paralyzing and although there is a biological reason for it, in today's world is less important yet can have devastating effects on one's success.
If you are aware of this issue in your approach, be assured that there is hope and your fear or reluctance can be overcome.
Stop Avoiding Contacting Your Prospects
In order to remove this reluctance to contact prospects or any other procrastination for that matter, I highly recommend reading Zero Resistance Selling. This is a great book designed specifically for people selling.
From this book I wanted to highlight the 5 steps that will help you stop avoiding calling or contacting prospects.
Step One: Choose Contacting Your Prospects You Can Feel Good About Calling
This might be a logical to all of you and in the network marketing business this is the reason they recommend to start prospecting to the so called warm market, the people close to you that you know – family, friends, neighbors, acquaintances… The problem with this approach is that often this warm market is not interested and their critics might hit home and deter a great opportunity for success. But it is easy to understand that the better you know your prospect the easier it is to communicate with.
So to increase the chance of success and diminish the reluctance of contacting prospects, the smarter sales people will start their day with those prospects they know have an interest already, those who have bought before and therefore have an established relationship and those who they have established a previous relationship even if there have been no sales yet.
The result of this approach is that there is a positive attitude towards the experience of the contact. Even if there is no sale, the expectation will not be one of being eaten alive…
Another strategy is to know something about their prospects that they can use to relate, creating a connection and that they can use to propose a solution that their product offers.
Taking this to network marketing, it becomes clear the networking with prospects to get to know them (by asking questions) will help establishing a relationship of trust and to understand the problems they might have. The use of social media can make this strategy very easy but it is also important to contact people at first with the intention of getting to know them and not to only try to sell to them as fast as possible.
Step Two: Being 110% Sold on What You Are Selling
Another seemingly obvious statement but yet many people forget about it. If you are not convinced of what you have to offer you will not succeed. In the network marketing business often people join a company to earn money but fail because they don't resonate with the products or the company and worst, they might feel obligated to stay with that company because of the culture of “loyalty” to their sponsor. They might end up quitting and loosing a great opportunity of creating their dreams.
“You must go inside your own mind and use your product and business knowledge, knowledge of your prospects’ needs and desires , and your creative imagination to build up a strong sense of pride for what you offer. You must develop an understanding of the profound superiority, worth, and importance of your product, so that you can’t wait for the next opportunity to tell someone about it. And if you are trying to sell something you cannot feel that way about, my frank advice would be to find something more meritorious to sell.” – Zero Resistance Selling
Nonetheless and despite your belief in the products you sell, a lot of the contact reluctance is actually internal and dependent on your beliefs. Therefore you must work on improving your self-image and your beliefs towards the outcome of such contact.
Related Post: Choose the Right Company
Step Three: Recalling Past Accomplishments
Don't discard the power of memories! Usually you have memories because the original experience created an emotional impact in you and that is the reason you remember it. But recalling memories will also recreate that emotional response and will impact your present “mood.” When you recall a successful experience you set yourself to see the current situation more positively and therefore you increase the chances of a positive outcome. It will also remove or reduce any negative feeling or fear you might have.
” For example: “There was this time when I was placed in another situation you’d think nobody could sell in, but I figured out how to do it, with a clever idea. If I did it there, I can do it here.” – Zero Resistance Selling
Step Four: Mental Rehearsal
I highly doubt that there is anyone out there who didn't experience some sort of feeling of success and because you have experienced success that means that you can do it again. Perhaps the success was not by sales but if you recall that success and relieve in your memory the feelings you had, you can now apply those same feelings when you create in your mind your ideal experience of contacting your prospects with the ideal outcome.
By doing so you are creating in your mind a successful sales or contact experience that will positively influence your upcoming real experience. Why do I say this?
Did you ever feel that when people tell you you're looking sickish all of the sudden you start feeling sick? Or if someone tells you that you seem to be in a bad mood, all of the sudden you feel in a bad mood? The same applies with positive influence. Ever tries to actually smile, on purpose, and realized you felt better, lighter and with a more positive outlook?
This is the whole purpose of creating a theater or movie of the process and outcome you are looking to achieve and to fill it with the feelings of success you had.
Step Five: Relaxation
How do you feel when you sit down to start contacting your prospects? Are you relaxed and upbeat? Or, on the other hand, you have a knot in your stomach and feel ready to faint? If you are in the second group then you shouldn't even attempt to start contacting your prospects because you will just make mistakes and ensure you will fail. Take some time to relax (you can use the exercise below for a start) and recall previous successes. Apply the mental rehearsal technique and see that contacting your prospects is being successful.
Here is a technique you can use to lower your tension and stay calm:
“Using Calm Body, Calm Mind, we start with physical actions in order to get to a calm, relaxed feeling. Here’s the process: Find a comfortable place in which to sit or even lie down , in private. Close your eyes, go into the Theater of the Mind and enjoy a brief minimovie that is very relaxing to you. It might be a nature movie, or a walk through quiet, sunlit woods. Concentrate on the experience of the movie: the sights, sounds, smells. When the movie ends, use your imagination to put each part of your body in turn up on the screen: the back of your neck, each shoulder, arm, hand, etc., and each time see a heated cloth applied, the red and orange warmth penetrating the skin and softening the muscles. Visualize the muscles getting soft, even mushy. When you are done, say to yourself “Calm Body, Calm Mind” ten times, slowly. Take a deep breath in before saying it, let out the breath after saying it. Finally open your eyes, stand up and shake yourself, almost like a wet dog does. See how much looser you are? Learning, practicing and mastering a relaxation regimen like this is very important. Having tension inside guarantees resistance on the outside. Conversely, relaxation inside will reduce resistance outside.” – Zero Resistance Selling
These techniques are very useful and you will be able to reduce your reluctance and start to enjoy the process of contacting your prospects:
Remember as well that your life will not end and even if sales are not made you have the opportunity to create a relationship that can mean a sale in the future. If you dwell on the failure you will just create more failure. Learn from it and enjoy the process.
Let me know your thoughts and leave a comment below or contact me via social media if you have any questions.
Thank you and wish you much success.
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Wish you a great day
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